We sat down with the top 10 brokers of 2013 to find out their secrets to success. This is our interview with Rael Bricker.
NAME: RAEL BRICKERCOMPANY: HOUSE AND HOME LOANS
LOCATION: PERTH, WA
SETTLED: $137,000,000
NUMBER OF LOANS: 522
What qualities make a successful broker?
A good broker will have all the necessary qualities of integrity, honesty and making sure that the client’s interests are at the centre of any decision. An outstanding broker will have excellent financial understanding – coupled with the ability to break that down into ‘bite-size chunks’ for the average consumer. Finance is seen as a daunting subject by most consumers – therefore a good broker is one who is able to communicate on the level of the client’s understanding of the subject. A successful broker will be one who has recruited a team that is capable of communicating with clients in the same manner.
What’s the key to staying at the top of your game year after year?
The key is keeping my team motivated, and that keeps me on my game. I have made many lifestyle decisions about managing my work–life balance. This stops burnout and allows for continuous reinvigoration. A key aspect of this is not working the 80-hour week – it is managing my time down to one evening a week of work and a strong commitment to family time. Exercise six days a week also helps for stress relief and time away from the office. This last year has been an awakening with surgery in April to correct blocked cardiac arteries. This has helped in adjusting the focus, training more staff, and even more management of time and commitments.
What, if anything, have you done differently this year?
I have handed control of certain business activities to staff, thereby freeing me up to see more clients and referrers and grow the business. Simple ideas like scheduling client appointments for an extra 30 minutes has given me time to focus between clients and give more attention to each client.
